Buyer/seller relationships in international industrial markets
Industrial Marketing ManagementPublished 1 May 1984
David Ford
Citations213
SJR quartileQ1
SJR score2.62
SNIP1.96
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Abstract
This article examines the hypothesis that industrial purchasers' assessments of their suppliers are not based on views of suppliers' technical and commercial skills in isolation. Instead they are closely associated with their assessment of suppliers' skills in developing a relationship with them.
Keywords
Business, Management and Accounting
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